If you are as old as I am, you remember that commercial below.  

Being patient as a child isn’t easy...as an adult, it didn’t get easier for me. As a salesman, it gets quite impossible EVEN THOUGH IT IS CRUCIAL TO OUR SUCCESS.

• Quotas to meet.
• Bosses to please.
• Commissions to earn
• Bills to pay

Waiting on that deal is exactly why a career in sales is not for everyone. The anticipation of that big deal is the reason why some of us don’t sleep at night, and quite honesty, it is what gives us the dreaded “commission breath”

Commission breath is the affliction that makes us do the things that a normally sane person wouldn't. It  turns us into stalkers at the end of the month.  It makes us send unproductive emails that seem desperate.  It tells our prospects that we really need the deal, and it gives away the very bargaining chip that we may need in order to keep price integrity.

So what are the best strategies for avoiding this, or more likely, minimizing it?

Having an upfront discussion with a prospect about the timeline for the process you are about to engage in is the very best way to start.  It helps you set the expectations where they need to be.

At the beginning of the relationship, and throughout the whole sales process, you should state and get confirmation on the next steps.  You should also reiterate where you hope these conversations are leading.

Be be sure to be specific about timeframes and outcomes. Also be sure to get agreement on these items, as well as providing an “escape hatch” where he client can email you saying they wish to get off the ride. Below is an example of a typical conversation.

”David, I think his meeting was productive. The next step is a meeting with your executive council next week. You mentioned that you would be able to make a decision by the 25th of the month. Is this still accurate?”

”Yes it is, Mike”

”David, just so you know, I will be calling you in the 26th for final approval. If at any time, you think this isn’t going to happen, please let me know. Ultimately, I am a salesman, and I am not good at hints. All I ask is that you be honest and let me know if this isn’t working. Again, I’m a salesman, and I don’t get hurt feelings. Deal?”

I always like to fall back on the “I’m a salesman, and I don’t take this personal” line. That’s what I’m here. If the prospect doesn’t say no to me, then I will still keep calling. Let them know this.

Even after coming to an agreement on the timeline and the process, you may get derailed by your prospect.  Ultimately, you are going to get "Ghosted" by someone.  

          Ghosting:  When a prospect disappears on you...stops returning you calls or emails.  

Ghosting is the most infuriating thing that happens to a salesperson, and it often comes after you think you are in the best position to make a sale. 

After being ghosted, some salespeople resort to obviously odd emails or phone messages (that seem logical coming from you).  An extreme example of this type of voicemail is played out in this VERY UNCOMFORTABLE famous scene from the movie Swingers.

Don't be this guy!

My best tool to fight this is an email called my "stuck under a desk" email.  It works 98% of the time, but it can only be used once per prospect....  here is a copy of the typical email...

James,

I called you a couple of times to get an update on the agreement that I sent you.  While I haven't heard back from you, I understand that these things happen.  Typically when someone doesn't return my call, it's because of one of three things.

1. You haven't made a decision yet - If this is the case, please let me know.  I can give you more time, and maybe even clear up some confusion you may have.
2. You made a decision, and you decided on one of my competitors.  - If this is the case, just shoot me an email.  I will be ok...I am a salesman.  I will survive...I ave been turned down before.  :)
3. After our last call, a large desk fell on you, and you have been stuck ever since.  -  If this is the case, please let me know, and I will alert the authorities and get you freed from the Steelcase contraption.

All kidding aside, please just let me know where we stand, and we can plot a course of action.  Again, if we don't end up doing business, we will both survive...but as I stated before, I would like to earn your business.

Mike

This email works because it injects humor into the situation.  It asks for a return message, but allows the prospect to save face.

In the end, the anticipation of a large deal is a killer.  Sometimes it occupies way too much of your time and effort.  

The best advice is to make sure you have a deep pipeline so you don't have to rely on one deal so much that it makes you a crazy loon like Mike, leaving an answering machine message for Nikki.

Many times, while I am in between meeting, I am faced with a 45 minute stretch where I have nothing to do.  I used to just sit in the car, get a cup of coffee, or make a couple of calls.

These days, due to some company initiatives, I have been stopping by client's offices, and I have found some great ways to stay in front of my clients.  Here are a couple of ideas.

1.  The Starbucks Card:

Next time you go to Starbucks, buy yourself $100 in Starbucks cards in $5 denominations.  Get a sharpie, and write your email address on them, and leave them in your glove compartment.

Next time you do a drop by, bring your business card, a Starbucks car and a smile.  Let your client know that you care enough to get them hopped up on caffiene.

2.  Promo Items from your company:  

My company is pretty good about getting promo items.  From bluetooth speakers, to coffee mugs, to pens, we give out all sorts of items.  I always keep a stash of the really good ones in my car for just such an occasion.

BONUS:  If you have company pens, you should be replacing pens at restaurants with ones with your company logo.  This is a no brainer, especially if you are selling insurance or any other B2C service.

If your company doesn't have promo items, you can always reach out to my friend Carrie Krauthamer at carrie@captiv8promos.com.  She can hook you up.

3.  Big Honking Costco Cake:

Many years ago, I was trying to get the attention of a company that wasn't too fond of CoStar (the company I work for).

So I went to Costco, and I ordered a large birthday cake, with their famous buttercream frosting.  I had the prospects logo and CoStar's logo printed on the cake....and I delivered it to their office on a Monday morning.

By the end of the week, I had secured a meeting with management.  

I'M NOT SAYING THAT IT WAS BECAUSE OF THE CAKE...but I am not saying it WASN'T because of it.

​(Extra points for putting Lightning McQueen on the cake)

The Biggest Takeaway:

Don't walk in empty handed.  Even if it is with a report, whitepaper, a copy of a news article...

NOW GO GET THOSE CLIENT VISITS IN!

At the end of every month, salespeople around the globe complain that their prospects led them on and didn't deliver. Doug F., one of my former bosses used to say this to me all the time.  "Buyers are liars".

While I believe that he didn't mean to accuse all of our clients of being malicious liars, he did mean to say that our prospects may not be giving us all the information that would help us sell the product.

Another former boss, Mike H. believes that salespeople just don't ask the right questions, which is why on the last day of the month, we feel mislead by our prospects...he has a point.

There are many reasons why a prospect would mislead a salesperson.

1.  Some people don't like to say no to you:  Throughout the sales process, the
prospect likes you.  They respect you.  They feel bad saying no.  

For example, I have had prospects who say maybe all the time.  They really don't mean it.  What they are trying to say is "Mike, I really like you, but I am not going to buy your product.  I will, however, say maybe, so you don't feel so bad.  One day, you will give up thinking that I tried my hardest"

I do this all the time too.  I don't want to break it to the furniture salesman who spent a ton of time with me showing me all the couches in his store.  Instead of telling him that I will go elsewhere because the price is cheaper, I tell him that I will call him next week.

How to avoid?

• Always offer a way out:  Tell the prospect that he shouldn't be shy about saying no.  I typically tell people that "unless I get a no, I will
  continue calling.  I can't take a hint."
• If the prospect tells you to call in a week, ask "What is going to change in a week?".  This usually gets the prospect to explain what their process is....or it gets them to re-evaluate the push off.

2.  The buyer has no authority to purchase:  This happens often.  The person that you have been presenting to has no authority to pull the trigger...but they have never told you this.  Sometimes, all it takes is the right questions in the beginning. Questions like

• Are there any other people who need to be involved in this
  process?
• Are you an officer in the company authorized to sign an agreement? The reason I ask is that we just had an instance where the person signing our agreement wasn't authorized, and it caused some headaches. 

3.  The prospect has no money in the budget for your product:  The prospect was very excited to see your product and really believes that it can make a difference.  The reason they cannot pull the trigger is that they don't have money to purchase.

Since you probably don't have a say in how much money the prospect has in their budget, you can help by being clear from the beginning of the costs associated with the purchase.  I have heard many salespeople give general costs of the service at the beginning of the process, only to give a firm price at the end that surprises the buyer.  The buyer doesn't want to seem cheap, and therefore plays as if they are moving forward, when they are in fact not interested. They will find some excuse to not buy, and it won't be the price.

Be clear on the price, show the value of the product and ask for the business.

In Conclusion:  All of this can be solved with an upfront contract.  

An upfront contract allows you to set the ground rules and expectations...see the video below

Everyone has a different upfront contract discussions...but the best ones have an easy out.  My easy out goes like this.

"Billy, if at any time, you feel like we aren't going to do a deal, will you do me a favor and let me know?  The last thing I want to do is bother you and have you avoid picking up the phone.  You can call me or even email me if you like...Does that sound fair?"

I remind them often that they have the right to say no to me.  That way, nobody feels like they don't have to avoid phone calls, and otherwise be nervous.

I also add that if we don't end up doing business "we will all carry on with our lives...we will all survive". That gets a few chuckles and lightens the mood.

Have a great day, a great weekend, and a great August! 

If you found this helpful, please copy the url link above and share it on your favorite social network.

Thanks

​Mike

I found something earlier in the week.

While preparing for a large presentation, I found something that had seemed lost, elusive, and out of reach.

Passion.  

Passion is the thing that wakes you up in the morning.  Its the straw that stirs your coffee...and it is the thing that sells your product/service.   How do you lose that passion, and more importantly, how do you retrieve it.

1. Take this job and shove it!:  Sometimes, it is just a matter of finding a new job.  While new jobs aren't always so easy to get immediately, this could be the hardest.  Websites like www.linkedin.com are good for this.  A good strategy is to write a short note and send it to 20-40 of your contacts in a private message.  Explain that you are thinking of leaving your current company, and if this person knows of a position that would fit your skillset, you would appreciate it.  This works very well, as your contacts generally want you to succeed.
2. Find Meaning:  Wake up, Shower, eat Breakfast, drive to work, work, go home, wash, rinse, repeat... Sometimes it feels like you are doing the same thing over and over again...If your sales job has little meaning, you shouldn't have to look far.  My best advice is to take out one of your clients to lunch.  Chose one who gets value from your company.  Ask them to explain what your product does for them.  In many cases, their company couldn't do as well if not for you.  Take that information, and put it in your pocket.  Soon enough, your job has meaning.  You help people in ways that others cannot.   If you can't find someone who needs your service, maybe go back to #1
3. Be a mentor:  If you find that you just don't enjoy your day to day, maybe you should mentor someone.  I find that when I am helping a junior rep in my organization, and we find success, I get invigorated.  First, It makes me feel valued within my organization...and who doesn't want to feel valued, right?  Second, when I do this, I feel empowered by the fact that someone is looking up to me.  This stokes my ego...and what salesman doesn't have an ego?
4. Volunteer:  There are two ways to volunteer.  First, volunteering to senior management to take on a new task can help move the company forward.  After successfully working on a new company initiative, you may find a sense of ownership.  You can also volunteer outside of the organization.  Organizing a coat drive in the winter, or organizing a volunteer day on MLK Day can help your quality of life at the office, thus giving you a better attitude.
5. Work from other locations:  Since you are in sales, you don't have to be chained to the desk.  I find that when I want to get work done, I go to the neighborhood Starbucks.  You can likely work anywhere...so change it up a little.  If you are a salesperson who works from home, see if your company can get you a WeWork WeMembership.  They start at $45 per month, and these places are pretty cool.

Ultimately, passion is everything.  In sales, you can't be completely effective if you aren't passionate for what you do.  This week, I got my passion back.  Did you?

​Mike